Magazine article CRM Magazine

Rethinking CRM: Drive Greater Sales Performance with Fusion CRM

Magazine article CRM Magazine

Rethinking CRM: Drive Greater Sales Performance with Fusion CRM

Article excerpt

Sales executives are faced with the never-ending need to increase revenue with the same or fewer resources. Increasing headcount is rarely an option in the current cost cutting environment. This means businesses must re-evaluate how they sell.

Sales executives must improve the performance of the overall sales organization so that every single sales rep is equipped to succeed. To support this goal, organizations need a CRM solution that ensures sales reps are more effective and efficient while helping sales management optimize sales plans, territories and incentives.

Oracle developed Oracle Fusion Customer Relationship Management to solve these challenges with a fresh look on CRM. It tackles problems that change the basic dynamics of the selling organization in ways that no one has done before. It is designed to increase the effectiveness and efficiency of sales reps while delivering new levels of ease of use and faster time to value.

DRIVE SALES SUCCESS AND ACHIEVE HIGHER WIN RATES

To succeed in today's environment, sales organizations need to increase the number of sales reps that attain or beat quota. Sales professionals need to know their customers better, collaborate more effectively, and gain insight into identifying and targeting the right opportunities. Oracle Fusion CRM helps achieve this goal by leveraging the best practices of star performers and providing embedded intelligence and coaching that give every rep a chance to succeed.

SELL SMARTER

Salespeople don't necessarily need to work harder to make a sale--they need to work smarter. Embedded intelligence within Oracle Fusion CRM tells sales reps what they need to know, when they need to know it. It uses predictive analytics to help reps

identify "white space," focus on the best opportunities and identify the next best offerings for each customer. By targeting opportunities that are most likely to close based on the prospect's profile, sales reps can win more deals, achieve quota faster, and help the organization meet sales goals.

The best sales reps know their prospects and customers better than their competitors. Oracle Fusion CRM provides every sales rep this advantage by centralizing comprehensive customer information from both internal and external sources in one place as a centralized "mash up" of the most relevant information.

FACILITATE COLLABORATION AND RESPONSIVENESS

The best sales reps know how to leverage the best people in the organization to win deals. …

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